Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? But remember, becoming an effective manager is a journey. Congratulations!

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The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

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SBI Growth

FEBRUARY 3, 2025

As a sales leader, there is a time and place to be a manager, a coach, or both. Managers focus on operational tasks, ensuring the day-to-day activities run smoothly. A sales coach, on the other hand, works to develop the sellers and foster growth within the team.

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The Center for Sales Strategy

OCTOBER 21, 2024

Think for a moment about a manager in your career who made you a better professional. What was it about them that helped you grow and uplevel? While they surely had some expertise to share, no doubt it was their ability and commitment to give you their attention and coaching.

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DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

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Force Management

MARCH 16, 2023

For the modern sales organization, certain technologies are universal in the age of Sales 2.0. We rely on CRMs and continuous learning platforms to increase the efficiency of our sales force and drive organizational outcomes.

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Force Management

AUGUST 8, 2024

The answer is the Management Operating Rhythm (MOR). The MOR is a major way that organizations support their sales managers, outlining the actions necessary for repeatable success and holding them accountable to perform them consistently and at a high level. How do they do that?

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Sales Readiness Group

JANUARY 8, 2024

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. Let’s dive into the four strategies to do this.

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Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. It should go without saying (but I’ll say it anyway) that front-line sales managers should always know what is being trained and be prepared to support it. Sales Management System [Click the image to view a larger version.]

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The Center for Sales Strategy

FEBRUARY 10, 2025

Sales managers, lets talk about the lifeblood of your teams success your sales funnel. If its weak, your sales will be inconsistent. If its strong, your team will have a steady stream of deals to close. Make sure its built for success. Heres how you can strengthen your teams funnel and keep revenue flowing.

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The Center for Sales Strategy

DECEMBER 4, 2023

If you are a manager who does weekly individual focus meetings with your AE's or if you are a manager managing managers, these four things will help you keep the focus of the individual and the team on things that are crucial in moving the needle.

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SBI

MAY 22, 2025

And yet many organizations are still missing a foundational piece of their enablement strategy: dedicated sales manager training. Enablement leaders agree: if you want to improve frontline performance, you need to start with the people leading the front line.

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Mike Kunkle

FEBRUARY 27, 2023

It will be interesting, though, since there is no common language or approach for methodology, little attention paid to sales process, and front-line sales managers operate more like individual fiefdoms than a unified sales management team. Where you start and how you go about things, however, will certainly vary.

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Hubspot Sales

SEPTEMBER 30, 2024

Prioritizing Self-Promotion Over Engagement Valentina Serjant , Sales Manager at Index , says "In the past few years as a Sales Manager, I've noticed a recurring trend among sales reps when it comes to social selling. This way, your network becomes not only larger but more engaged.

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The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth.

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Brooks Group

MARCH 6, 2025

Coaching Impact Sales managers can increase coaching frequency and effectiveness using intelligent AI-powered practice and reinforcement. Greater Efficiency Sales organizations see time savings for managers and more selling time for sales professionals. Were scaling a coachs time.

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The Center for Sales Strategy

MAY 16, 2025

As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial. At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator.

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Sales Readiness Group

JUNE 7, 2023

For many sales managers focusing on short-term day-to-day results, it is often challenging to think like a leader and focus on achieving a long-term vision. But that is exactly what a sales manager must do to maximize their team's performance.

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Sales Readiness Group

MAY 15, 2023

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no one-size-fits-all approach, understanding the six common factors that motivate salespeople can help you increase your sales team's motivation to achieve sales goals.

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Nutshell

MAY 16, 2025

Scheduler managed meetings puts ready-made, admin-controlled meetings at their fingertipsso they skip the setup and jump straight to closing deals. As a sales manager, it’s good to give your team some freedom with the meetings their offering up to leads and customers.

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Sales Readiness Group

JUNE 19, 2023

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives.

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Engage Selling

JULY 13, 2023

 You simply can’t be successful if you don’t manage your sales data. Whether you’re a sales manager or rep, it’s imperative that you know these particular metrics.

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MTD Sales Training

NOVEMBER 28, 2024

Strong sales leadership skills create a cohesive team that can adapt to challenges, drive results, and achieve strategic objectives. Our Sales Management Training Courses can future proof your leadership skills so you are prepared for the now and what’s to come. After all, as a sales manager you need to lead by example.

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The Center for Sales Strategy

DECEMBER 14, 2022

As I grew from a salesperson to a sales manager to an executive at an advertising agency, my business acumen and expertise increased. When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.

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SalesPop

OCTOBER 9, 2024

The podcast covers a wide range of topics related to sales, leadership, and business, which aligns with Pipeliner’s focus on sales management. The podcast team uses the CRM to manage their operations, leveraging features like the embedded scheduling tool, automated workflows, and contact management.

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The Center for Sales Strategy

JUNE 17, 2024

As sales managers strive to curate their roster of business superstars, identifying candidates who embody the following six key talents, known as the "hunter themes," is paramount to new business development.

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Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. This allows managers and reps to sync up, and discuss where they are aligned, and where they have perceptual differences.

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Mike Kunkle

MAY 30, 2023

Be as cunning as the serpent yet as gentle as the dove.” ~ Adapted from Matthew 10:16 (in the Bible) An example: If you don’t have top-down support to hold front-line sales managers accountable to reinforce the qualification methodology you’ve implemented, and you don’t see a performance lift from the effort, you know why.

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MTD Sales Training

FEBRUARY 21, 2023

Check out our Account Management Courses for more. 4: SALES MANAGER / SALES ENGINEER As the job title suggests, individuals in these roles either manage sales teams or co-ordinate the technical side of the sales pipeline. Check out our Sales Management Training.

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SBI Growth

DECEMBER 16, 2024

Sales coaching is an essential responsibility of frontline sales managers. With such potential benefits, it is no wonder that many sales organizations recommend that their front-line sales managers spend 25% - 40% of their time on sales coaching. But what about senior management ?

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The Center for Sales Strategy

AUGUST 26, 2024

And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS.

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Force Management

APRIL 18, 2024

Support your entire team by using the following tips to identify management potential and lay the foundation for new manager success. Here are six attributes to look for in sales manager candidates:

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RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right.

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The Center for Sales Strategy

AUGUST 30, 2023

Every sales manager has an onboarding procedure for new reps, beginning with day 1. The first 30, 60, and 90 days of onboarding new sales reps are pretty standard. (Of However, what are your plans on Day 101 for your new sales reps? Of course, we recommend that you follow the CSS Onboarding Checklist ).

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